Results driven, senior business development and capture professional for technical products and services to government and commercial customers. Success in meeting and exceeding quotas with >70% win ratio. Lead Teams in developing winning sales strategies, capture management, price-to-win, competitive analysis, proposal writing, and negotiations. Diligent in assessing customer mission needs, positioning advanced technologies, and shaping customer requirements. Achieves success through integrity, organization, innovation, work ethic, and motivating others.
Mountain RF Sensors, Ft. Lauderdale, FL March 2016-June 2016
Director of Business Development
Managing Sales and Marketing.
Developed sales plan to increase sales over 100% in first year.
Developed marketing plan and marketing budget.
Developed product pricing strategies to focus on maximizing ROI.
Gen-E, Irvine, CA Aug 2015-February 2016
Senior Sales Executive
Led Multiple Service Operator and SATCOM customer sales Team.
Exceeded 2015 Team quota by 25%.
Executed 2015 sales plan and developed 2016 sales plan, with a $3M target.
Developed innovative social media marketing plan, increasing new prospect contacts over 100%.
Harris Corporation, Melbourne, FL Feb 2005-July 2015
Business Development Manager: Harris Civil, Networks and Services Business Area
Led ID and pursuit of new government network opportunities valued in excess of $1B.
Managed pursuit strategies within and across company divisions.
Spend plans, RFI responses, competitive analysis, customer engagement, technical capability positioning, and win strategy.
Business Development Manager, Harris IDIQ Solutions Center
Achieved 97% of quota in first full fiscal year.
Led Pursuit Wins: Military SATCOM IDIQ contracts with multi-billion dollar ceilings.
Task Order pursuit and response CONOPS development:
Business Development Manager: Harris MILSATCOM and Battlespace Networks Product Lines
Performed capture and business development management activities for multi-million dollar pursuits, in Battlespace RF Networks, C4ISR, and MILSATCOM.
Teamed with customers to understand their mission then shaped technical solutions and developed winning strategies.
Business Development Manager: Harris Base Infrastructure Product Line
Exceeded quota in both years of Base Infrastructure service.
Capture responsibility for Army Base Infrastructure secure communication systems.
Responsible for largest orders of both SecNet 11&54 cryptographic comm devices.
Sales Executive: Harris SecNet RF Product Line
Achieved 120% of quota in first full fiscal year of service.
Responsible for sales of SecNet cryptographic comm devices, systems, training, and installation for Federal Intelligence Agencies and Army customers.
VALOR SYSTEMS, Satellite Beach, FL July 2003-Sept 2004
Led sales and marketing of Public Safety software, primarily in Florida and the southeast.
Created statewide prospect database and solicited each of the 350+ agencies.
Wrote and submitted 20+ RFP responses for state and local agencies from CA to FL.
RIPTIDE SOFTWARE, Melbourne, FL Sept 2002-June 2003
VP of Sales and Marketing
Managed the sales and marketing efforts for this custom software development company.
Directed DoD sales efforts of small internal staff and partners for new business development.
Developed and managed a two year DoD and aerospace focused sales and marketing plan that was on schedule to increase revenue by 25% in year one and an additional 20% in year two.
Executed an internet traffic strategy which yielded a 200%+ increase in internet based requests.
INTELLINET TECHNOLOGIES, Melbourne, FL April 2000-July 2002
Senior Telecom Account Manager
Managed global sales for a small telecom software company, which provided custom software.
Broke company product sales record in first full quarter of employment ($1,000,000).
Closed the two largest product sales, in company history ($950,000 and $435,000).
Managed and trained a sales team of up to five people.
Successfully sold software products and services to new customers in the USA, Canada, Europe, Middle East, and Southeast Asia.
Sales and Marketing Consultant, Satellite Beach, FL 1998-2000
Financial Services (Stock Broker), Melbourne, FL 1994-1998
Law Enforcement Officer, Satellite Beach, FL 1983-1990
Previous DoD and FAA Security Clearance
BS BA, Finance, UNIVERSITY OF CENTRAL FLORIDA, Orlando, FL
Graduated Summa Cum Laude, 1994
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